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Donald Kelly, The Sales Evangelist, Sales from the Street

TSE 644: Sales From The Street-“Get Social”

The Sales Evangelist, Sales from the Street, Michael ManzurToday’s episode is about getting social… the right way. Our guest today is Michael Manzur. He has some great insights into utilizing social media for selling. It’s about taking advantage of things that will help us work smarter, not harder. These are things that have worked for them, that might already be working for you now, or things that you can still improve upon. Michael is the CEO of Flood Me Social, a social media marketing agency.

Here are the highlights of my conversation with Michael:

Michael’s greatest sales struggles he has had:

How to align the brand with the audience

Strategies to help align your business with your audience:

  1. Figure out where your audience is engaging.

Observe all the social cues and all the different cues you get.

  1. Align the value with the need then implement steps to get there.

Observe how to align your value to their need.

  1. Build rapport.

You probably hear this a lot but it’s still being less applied. Understand why these people do what they want to do.

  1. Understand social cues through demographics.

Figure out the person’s age, occupation, location, etc. Understand those needs to be able to create a snapshot.

  1. Continue bringing value.

You want the success to continue. Make sure everything is aligned. Align your why and how. Remember that the how informs and the why transforms.

Michael’s Major Takeaway:

Know your why. It’s a very powerful element in sales. You want to make sure the why of the company and your internal why are all aligned with the needs of the customer.

Check out their Facebook group, Miami Social Media Marketing (you don’t have to be someone from Miami) and find great value especially if you need any social media marketing advice.

Episode Resources:

Flood Me Social

Connect with Michael on Facebook and LinkedIn

The Science of Selling by David Hoffeld

Join the TSE Hustler’s League. We will be having two tracks this semester – one focused on value building and the other focused on business growth and development. The semester starts on September 25 and we’re only taking 25 people for each track.

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TSE 567: Using Bots and Messenger To Qualify More Leads

Leads, Bots, Donald Kelly, The Sales EvangelistLead generation is one of the major challenges we have as sellers and you can actually improve the way you generate leads through thinking smarter, not working harder.

With the launch of our new website, we will be implementing a technology that will help us communicate better with you and also find a way for us to generate in-house leads.

Be a “smarketer.”

This term, which I got from Marcus Sheridan who was one of our past guests, refers to the idea of the evolving role of sales professionals. We can’t just do the same old things and expect to close deals. New things have to be done. We have to figure out new ways to be able to keep on the forefront of our prospect’s mind and to help them convert.

Join the Summit of Content Marketing!

It’s an online, worldwide conference featuring over 100 speakers happening on May 22 to June 02, 2017. Registration fee is $199 before May 8 and $299 afterward. I will be one of their speakers where I will talk about using bots and messenger so you can generate more leads.

Today, I’m going to share a few tips on this topic so you too can implement this into your system

Not All Leads Are Created Equal: It’s Time to Use Bots!

Sometimes a lead comes into your funnel as given by your marketing team but you haven’t really qualified them. Why not prepare your website in a way that instead of having your sales go out and make the calls right away, you’re able to qualify them by using bots?

Basically,  a bot is an animated sequence of messages that will allow you to initiate the conversation and qualify someone. For instance, you’re getting ten people subscribing to something on your web page and instead of you calling all ten of them, you can actually let the bot engage with them. Now, your salespeople don’t have to waste their time on leads that don’t match up to your ideal customer. The bot can notify you or you can follow their messaging to see word triggers at certain points in the conversation.

Use of Messenger Apps

Since 2015, Messenger apps have had more active monthly users than social media platforms. Whether it’s Facebook Messenger, WhatsApp, Snapchat, etc., they’ve actually out-beaten the big four social media networks as far as active users, which means people are now communicating with each other via messaging.

It’s important to take note of trends so you’re able to get ahead of it. Email marketing, for instance, people used to be so apprehensive about giving out their email addresses. Today, however, we utilize email both for personal and business purposes.

Now with the messaging apps, people are utilizing them for all purposes, not only personal but also business-wise. Another stat showed that Facebook has around 1.2 billion people utilizing their Messenger app. That is such a significant number. People want to communicate quickly and easily.

Tying this back into lead generation, consider using a Messenger app to communicate with your customers. Instead of just sending emails, send messages through Messenger.

Benefits of Using Messenger:

  1. It’s more personal.

This would feel more authentic instead of an email that goes into the inbox and people would be more skeptical towards it.

  1. It’s easier.

Obviously, it allows you to directly connect with your prospect and have a chat with you. It just makes things so much easier for you. It’s more of a less formal way of doing things and you get a quick response too. You can get them to instantaneously connect with someone on your team and vice versa.

  1. Engage in conversations.

A lot of major companies are now utilizing this technology. Through bots, they’re now able to engage in conversations and basically tag you in whenever you need to come into the conversation when the leads have now qualified. This also makes it easier for your customers to get information quickly. Then you can find out instantaneously if someone is interested in your product or service.

Today’s Major Takeaway:

Think smarter instead of working harder. Utilize these trends coming out which have been tested and proven. We have used them in our webinars/live events and the results we’ve gotten so far are pretty cool!

Episode Resources:

Summit of Content Marketing (May 22 – June 02, 2017)


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Social Selling, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 457: Social Selling Mistakes You Should Avoid

Social Selling, Donald Kelly, The Sales Evangelist, Best Sales Podcast

78% of salespeople who use social media outsell their peers. Yeah, true. Social selling works. But you can’t just do it without first even understanding how it should be done. It’s all about building relationships and building value.

Here are some strategies to make sure you don’t make the mistakes many people do when they’re social selling:

  1. Be human.

It’s not just putting out your name out there and expect people come to you in the same way that it’s not about begging people to buy from you. You need to realize that you need to be a human being when you’re social selling. Social media is not a different world. Sure it’s not tangible, but people on the other side of the screen still see you as a human being.

  1. Provide value.

Bring education.  If people see you can provide value to them and it makes sense to connect with you, then they’re more likely to build relationships with you.

Be able to come across as the go-to person who is someone who can help them in their struggles or challenges.

Be a connector. Try to find out their ideal client or the industry they’re going after and try to connect them with the people in your network. Being that middleman is an awesome thing!

  1. Discover your ideal customers, if you haven’t yet.

You don’t have to go to all the social media platforms. Just stick to the ones you’re market is at and provide value to them there. Provide 3 pieces of content that speak to a specific challenge that they’re facing in that industry and come up with a solution to that (ex. white paper or video training).

  1. Focus on building the relationship.

It’s okay if your clients don’t buy right now. Maybe it’s not the right time yet. Instead, focus on building that relationship. Refer them to people whom you know might help them. And seeing that sincerity from you, they might just refer you to their network and that means opportunity for new businesses.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Kim Walsh-Phillips, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 439: Sales From The Street-“Direct Response Marketing Part I”

TSE 439: Sales From The Street-"Direct Response Marketing Part 1"As salespeople, we need to know who to go after, what to say to them, and be able to measure it to be effective. Today’s guest, Kim Walsh-Phillips, CEO of Elite Digital Group, is going to teach us the true art of direct response marketing.

You need to get people who are qualified in your funnel, people who want to learn about what you offer, and people who are ready to make buying decisions. Is there a way to do this more effectively? Of course!

In this episode, Kim also talks about the power of having a niche. Listen to her story about how that one, single blog post got her to produce half a million dollars worth of business. Wow!

** This is Part I of Kim’s interview. I just had to break this into two parts since Kim has given us a massive ton of great, valuable insights which I’m sure you will love. So also stay tuned for Part II coming next week.

Here are the highlights of my conversation with Kim:

Kim’s coolest sales experience when she was the customer at a Nissan car dealership

What is Direct Response Marketing?

For every marketing message you put out, you are driving a direct response. Whether it’s an opt-in to a landing page, product purchase, or webinar registration, everything is measured and should drive a direct result out of it.

The benefits of Direct Response Marketing?

  • Identifying qualified prospects
  • Getting them warmed up
  • Seeing you as an absolute expert and authority

As a result…

Once they raise their hands to have a conversation with you, they are ready to buy.

Things you need to know about direct response marketing:

  1. It’s about them, not about you.

Make the whole conversation about the prospects and not about you.

  1. Identify the pain points of your target market.

What pain do they have that you can heal? Do they have a need that you can fulfill? What do they want? Oftentimes, we have to go after the want, not the need, in order to drive that initial sales conversation.

  1. Identify the KEY pain point you can solve.

Focus all your marketing around that key pain point. That way, people who have that particular pain point are drawn to you magnetically. You don’t want to be all things to all people and appear as though you can work for everybody.

  1. Only put the messaging out to individuals who could use your product or service.

You want to get on the phone with people who have already been qualified so marketing already has to have them qualified.

Overcoming the Scarcity Mindset

We all have that scarcity mentality where we’re afraid that if we niche down to a certain market and make our messaging specific, we would miss out on that potential sale. But the saying is true, “There are riches in niches.”

  • Become an expert in that niche.
  • Relate to them specifically.
  • You will then know which kind of marketing to focus on.

And as soon as you get specific, you can charge more, go deeper, and marketing can be so much more effective.

An insane example:

Kim fell into this niche of serving financial planners accidentally as she was a content contributor in one of their bloggers for DigitalMarketer. She then wrote about one of their clients who’s a financial adviser where she talked about one of the campaigns they ran for him. That one blog post is now responsible for $500,000 worth of business for her firm. And it now has become one of their top blogs of all time on the entire DigitalMarketer site.

Why? Because that blog was specific and focused on a specific market.

2 Ways to find your niche:

  1. Profit: Focus on your customers who are the most profitable.
  2. Passion: Make sure it’s something you’re passionate about

Try out this exercise:

Imagine yourself at a conference filled with nothing but that niche.

How does that make you feel? Do you want to be there? Do you feel like you can talk to all those people as an expert? Is that where you want to develop your business?

If that’s exciting to you and it makes sense, then that’s your niche. It has to be an area that you’re passionate about.

Episode Resources:

Get connected with Kim on www.EliteDigitalGroup.com/professionals or read through her regular content on www.elitedigitalgroup.com/blog.

15 Secrets Successful People Know About Time Management by Kevin Kruse

No BS Guide to Direct Response by Dan Kennedy  

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Meet Edgar, Laura Roeder, Social Selling, Donald Kelly, The Sales Evangelist

TSE 283: Meet My Friend Edgar

Meet Edgar, Laura Roeder, Social Selling, Donald Kelly, The Sales EvangelistWe know it’s important to create great content, but what is the point of creating great content if no one can see it? Well, that problem is solved with a great tool called “Meet Edgar”. Today I have the opportunity of speaking with the founder, Laura Roeder.

Laura began her entrepreneurial journey at the age of 22, when she quit a design job and decided to launch her first business. Since then, she founded B-School with Marie Forleo, has run successful courses of her own like Creating Fame, and was named a Top 100 Entrepreneur in America Under 30.

During our interview we had some great takeaways. Here are a few:

  • You won’t sell on Twitter or other social selling platforms. It’s a place for you to build relationships and then you can sell to them on your website or offline.
  • Don’t worry about cycling the same information over and over again because the same people won’t see the same post over and over again.
  • Edgar is awesome to connect with Twitter, LinkedIn and Facebook
  • Sales professionals should use social means to offer personal branding and establishing themselves as valuable thought leaders.
  • Do social media in a way that makes sense for you and your business.
  • A great way to share value is to utilize automated tools like Meet Edgar.

To stay in touch with Laura and meet Edgar by going to http://meetedgar.com/.

Join Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly


Juan Cano, Beachbody, Sales Podcast, Donald Kelly

TSE 277: Sales From The Street-” I Was Doing It Wrong”

Juan Cano, Beachbody, Sales Podcast, Donald KellyToday’s guest is Juan Cano, a member of TSE Hustlers League and founder of Lose It With Juan, a beachbody fitness and nutrition coaching program that combines fitness and nutrition along with personal attention from your personal coach in order to take you from where you are to where you want to be.

So I brought Juan on the show today as he shares his thoughts and insights into what he’s doing to find success.

Here are the highlights of my conversation with Juan:

Juan’s major challenge that he faced:

Being so shy about selling things and finding the way to break the ice.

Strategies Juan took to overcome the challenges (which you can very much apply too!):

  1. Approach people how you would approach a friend.

Find out what your friend needs and model your business approach toward them. Show that you’re there to help and not to sell.

  1. The 10 x 10 Method

Reach out to ten people everyday before 10am. Open a dialogue and put in a little hook about what you do to draw more genuine interest in you.

  1. Build long-term relationships and show them value.

It’s not about “buy me.” It’s about giving them value.

Connect with Juan through his website loseitwithjuan.com or on Facebook where he offers a free fitness group for men only.

Juan’s Major Takeaway:

Go out there and work the process. Be the process and results will happen not only sales but also in fitness and in life.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Social Selling, Donald Kelly, The Sales Evangelist Podcast

TSE 249: How To Use Your Time Wisely While Social Selling

Social Selling, Donald Kelly, The Sales Evangelist PodcastI read a recent article stating that only about 31% of salespeople are incorporating social media into their sales cycle. Okay, that’s just crazy unbelievable. I mean you practically have everything at the tips of your fingertips now. You’re crazy if you’re not taking advantage of it.

Although it’s understandable since you probably don’t know how to actually use social media for selling or that you end up wasting your time not really getting anything out of it. Either way, you have to understand the power of social selling.

Once you’re able to really tap into it and use it the right way, you’d be surprised how much it can help enhance your selling and bring building relationships to a whole new level. It’s a matter of having the right strategies in place.

Strategies to Get Started with Social Selling:

  1. Make sure you have your ideal customer or avatar.

Find out who your ideal customer is. You have to know who you’re going to go after otherwise it’s pointless to go around online.

  1. Find the key contacts.

Identify the decision-makers and look for them on social media. Make a list for each week considering a certain number of prospects that you want to focus on and set aside a certain amount of time for finding them.

  1. Get their attention.

The best way to get someone’s attention is to promote something they’re all about. See if there is any content that they’ve written (article or blog post). Comment on the blog post and mention something about the article. Go on Twitter and connect with them. Tweet it and tag them in it and say something cool.

Here’s what I learned from Jack during an interview with him on TSE 201: Create an image that you can put with the article.

Go to LinkedIn and when you send a request, say something about the fact that you connected on Twitter and you loved the article. Mention their content. Your LinkedIn profile should be more than just a resume. It should also be engaging. Tell stories and offer benefits to your prospects.

  1. Offer value.

Look for opportunities to share value with the individual. Is there something your company has that has helped other marketing directors? Offer a video series, podcast, or whatever you can offer so you can build a relationship.

  1. Set aside time for social selling.

If you have 2 hours per day for social selling, then spend your time and focus on social selling. Budget your time effectively to see the results.

Episode Resources:

Listen to this interview with Gabe Villamizar on Social Selling TSE 207: The Four Pillars to Social Selling Success

Here’s another interview discussing Social Selling with Jack Kosakowski on TSE 201: How the Collision of Marketing & Sales Creates Revenue in the New World of Social Selling

Check out Kristina Jaramillo’s interview on TSE 231 – Learn to Use LinkedIn and Sell More

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Corinna Essa, Donald Kelly, Social Selling, Sales Coaching, The Best Sales Podcast

TSE 216: Learn How Small Businesses Can Gain More Sales Leads Using Social Media

Corinna Essa, Donald Kelly, Social Selling, Sales Coaching, The Best Sales PodcastHow much of social media presence are you using to increase your lead generation? If you’re still struggling to convert leads, much less capture their email, then you better listen to this episode.

Today’s guest is social media queen, Corinna Essa. Starting out as an informational marketer, she sells informational web courses. Realizing the need for implementing social media strategies, she and her husband finally created Social Media Worldwide, a social media marketing agency where they help businesses leverage the power of social media minus the legwork through outsourcing social media management, marketing, and lead generation.

Here are the highlights of my conversation with Corinna:

Strategies for making profits from being on social media:

  1. Remain educated and updated.

Social media changes all the time. Subscribe to newsletters.

  1. Keep testing different things.

What works for one business might not necessarily work for another business. If you can’t be consistent in doing something, delegate it to someone else who can do it consistently.

How to find the best social media platform:

  • B2B companies benefit more for being on LinkedIn or Twitter
  • Study the demographics of each social media platform to check out which audience matches your audience

Strategies for lead generation through social media:

  • Do not sell traffic directly to a sales page.
  • Generate leads through free industry reports (giveaways, free consultation, free demos)
  • Always give away free things.
  • Enable social sharing on your free report.

Tips for making great free reports:

  • It should be easily digestible.
  • 4-5 paged report of 1-page cheat sheet
  • It should be easy to read.
  • Present basic, step-by-step systems
  • Don’t over-complicate things by using jargon.
  • Put call-to-actions in the free giveaway not just at the end but even within the content

When to call or email leads:

  • Conversion rate is high when you call immediately after the lead gives out their contact information.
  • Calling or sending an email depends on the business.
  • Some people don’t like to be called which can lower your conversion rate.

3 biggest mistakes people make with using social media for lead generation:

  1. Inconsistency
  2. Lack of strategic planning
  3. Delegating social media to the wrong people

How to gain more followers/fans and convert them into leads:

  • Give free giveaways.
  • Combine advertising with quality, UNIQUE content (not curated)
  • Hit the 1,000-mark of fans and followers. Once you reach around a thousand followers then you can benefit from organic growth.

Strategies for business owners to grow their business through social media:

  • Create a blog and update it once a week.
  • Redirect traffic to their blog using social networks.
  • Create unique content with videos and blogs.
  • Use social networks to advertise and promote the videos on the blogs.
  • Put calls-to-actions regularly on a blog post.

Get in touch with Corinna on Facebook or Twitter @SMWOnline or visit their website www.socialmediaworldwide.com.

The Sales Evangelist, Donald Kelly, Donald C. Kelly


TSE 042: How To Become A Top Influencer on Facebook with Amy Porterfield

Amy Porterfield - The Sales EvangelistHave you ever thought of using Facebook for your business? Well, you are not the only one. I have had many conversations with individuals about this subject. Some of them have seen tremendous success and others have not. With this disparity, I wanted to find out more from a Facebook expert.  I reached out to Amy Porterfield, and expert who has seen tremendous success and shares a great deal of information. Here are some of them:

  • Selling on Facebook is a journey. It requires strategy to effectively grow your customer base.
  • Use Facebook to grow your list.
  • Look for opportunities to offer great information to your followers.
  • Seek out ways to create relationship with your followers/customers.
  • Local businesses can check out “Facebook Offers” to get their name out there.

Resources that Amy Porterfield shared: Jon Loomer  to learn about Facebook Graph Search. B-School is a program to help entrepreneurs with their business. Facebook Marketing Profit Lab is Amy’s 6 week course that offers a deep dive into using Facebook to grow your business. FB Influencers  is a $97.00 intro Facebook course that Amy offers. My wife and I are taking this course and are seeing a   significant difference with our Facebook engagement and growth.


Stay Connected To Amy:




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